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Beyond Grants, Galas, and Beyond Grants, Galas, and Golf:Golf:
Set Your Sights on Set Your Sights on SustainabilitySustainability
with Roberta A. Healeywith Roberta A. Healey
Roberta A. Healey
More than 30 years in non-profit management and development work
Senior Member, Farr Healey Consulting, LLC Served several faith-based organizations as Chief
Development Officer, including The Hickman Executive Committee Chair, International Board of
Directors of Fundraising Professionals Founding Member of American Association of Homes
and Services for the Aging Adjunct Faculty at Villanova University
GOALSFor Tonight’s Program
To gain an overview of a successful, sustainable fundraising program
To learn what an integrated development plan for your school should contain
To envision the full range: annual giving, major gifts, and planned giving
To hear how to organize your board, staff, and volunteers -- who, together, can get the job done
Requirements for a Successful Philanthropy Program
Based on its record of service, image and reputation, the organization must be deemed worthy of support. Potential supporters must have confidence in the institution.
The organization must attract strong volunteer leadership. It will require enthusiastic and generous leaders and volunteers.
Requirements … continued
The Case for Support must be understood and accepted.
The constituents must have the capability to support the project at the necessary giving levels. The funds must be available and attainable.
Requirements … continued
The philanthropic environment and timing must be right.
The program must be well organized and staffed with individuals capable of undertaking and supporting a major project initiative and fundraising program.
Leadership must be enthusiastic and generous supporters.
Individuals$222.89 75.6%
Foundations$6.50
12.4%
Bequests$22.917.8%
Corporations$12.724.3%
2006 contributions: $295.02 billion by source of contribution
Source: Giving Institute 2007
Individuals$229.03 74.8%
Foundations$38.52 12.6%
Bequests$23.157.6%
Corporations$15.695.1%
2007 contributions: $306.39 billion by source of contribution
Source: Giving Institute 2008
Environmentand animals
$6.602.2%
Foundations$29.510.0%
Human services$29.5610.0%
Internationalaffairs$11.343.8%
Arts, culture, and humanities
$12.514.2%
Public-society benefit$21.417.3%
Unallocatedgiving and carry overs
$26.088.5%
Health $20.226.9% Religion
$96.82 32.8%
Education$40.9813.9%
2006 contributions: $295.02 billion by type of recipient organization
Source: Giving Institute 2007
Environmentand animals
$6.962.3%
Foundations$27.739.1%
Human services$29.649.7%
International
affairs$13.224.3%
Arts, culture,
and humanities$13.674.5%Public-
society benefit$22.657.4%
Unallocated
giving and carry overs$23.737.7%
Health $23.157.6% Religion
$102.32 33.4%
Education$43.3214.1%
2007 contributions: $306.39 billion by type of recipient organization
Source: Giving Institute 2008
Roberta A. Healey
Understanding Donor Giving Options
Donor
Cash Assets
RestrictedUnrestricted
Unrestricted
Deferred DeferredCurrent Current
Roberta A. Healey
Reasons For Giving
Being asked to give by someone you know well 1Being asked by clergy 2Reading or hearing a news story 3Being asked at work to give 4Someone coming to the door asking you to give 5Telethon or radiothon 6Receiving a letter asking you to give 7Advertisement in a newspaper or magazine 8Television commercial 9Receiving a phone call asking you to give 10Being asked by a celebrity 11
Roberta A. Healey
Define the Case! Organizations do not have any needs … it is the people you serve who have needs
Donors do not support “needy causes”. They want to make “wise investments” in well managed organizations
The Fundraising Plan
Your integrated development plan incorporates annual, capital and planned giving strategies to effectively raise funds to meet operating, capital and endowment need.
Plan Essentials
Based on Mission and vision Long-range plan
Includes Annual Giving Capital/Major Gifts Planned Giving
Roberta A. Healey
Where do you start?
Strategic Plan Long Range Planning
Program Physical Plant
Operational Plan Program Physical Plant
Renovations Upgrades Routine Maintenance
Integrated Development Plan Annual Giving Major Gifts Planned Giving
Drafting the Plan Document
Assess and quantify organizational needs
Identify target prospect/donor constituents for each need area
Develop broad and individual strategies for each constituency
Select from among strategic alternatives
Draft and Approve plan document Implement, review, evaluate, update
The Plan Document
Section for Each Program/Strategy Action outline:
Tactics Dates Assignments
Goals Number of prospects Number of donors/participants Number of gifts/participants Number of dollars
Executive Summary
Roberta A. Healey
Integrated Development Plan
IndividualsDuring their lifetimeEstates
InstitutionsFoundationsCorporations
Roberta A. Healey
Annual Giving
Any organized effort by a gift-supported organization to obtain gifts on a yearly basis, usually to support operations. Individuals Organizations
Roberta A. Healey
Major/Capital Giving
Funds provided for buildings, including construction and equipment, endowment and scholarship. Individuals Organizations
Roberta A. Healey
Planned Giving
The integration of sound personal, financial and estate planning concepts with the individual donor's plans for lifetime testamentary giving. Individuals
Roberta A. Healey
3 Fundamental Board Tasks*
As the chief leadership body, the board: As Stewards, is ultimately responsible for the health and effectiveness of the enterprise
In Sustaining Capacity, the board offers wisdom, oversees the work, and attends to the foundations of its wealth
In Preserving Credibility, the board brings the weight of the good will and generosity of the organization to the community.
* Fearless Fundraising for Nonprofit Boards, BoardSource, pages 1-2
Roberta A. Healey
BoardSource Responsibility #4
“ENSURE ADEQUATE RESOURCES: One of the board's foremost responsibilities is to provide adequate resources for the organization to fulfill its mission. The board should work in partnership with the chief executive and development staff, if any, to raise funds from the community.”
Roberta A. Healey
The philanthropy team
Board of Directors Staff
Executive Director Development Director
Respect for the culture and traditions must be flexible/adaptable ALWAYS MOVING FORWARD
Roberta A. Healey
Participate fully in the implementation of the integrated development plan.
Clearly articulate the mission, vision and program.
Make your own generous gift. Refer prospective donors. Sign or write personal notes on solicitation letters and thank you letters
Cultivate and solicit personal gifts. Adopt and implement a strategic plan that ensures necessary funds to turn the plan into reality.
Roles: Board
Roberta A. Healey
Participate fully in the implementation of the integrated development plan.
Clearly articulate the mission, vision and program.
Make your own generous gift! Attend all fundraising programs and events. Call on prospects as appropriate. Sign letters and other correspondence as appropriate.
Roles: Head
Roberta A. Healey
Draft and, following board approval, implement the comprehensive integrated development plan.
Clearly articulate the mission, vision and program.
Make your own generous gift! Market the agency as a major philanthropic
choice Research donors. Ensure accurate receipt, recording,
acknowledgement and reporting of gifts. Work cooperatively with finance staff as
appropriate. Monitor legislative, regulatory and demographic
trends.
Roles: Chief Development Officer
Roberta A. Healey
Where is Your Board?
Level One* Little personal risk … all activities done as a group such as approving staff plans and setting goals, priorities
Level Two* Prospect cultivation and outreach, board begins to understand the need for relationship building, events as a “point of entry” for new prospects.
Level Three* Generous personal giving, personal asking, focused relationship building
* Fearless Fundraising for Nonprofit Boards, BoardSource
Roberta A. Healey
Identifying Benchmarks
Fund Raising: Evaluating and Managing the Fund Development Process, James M. Greenfield, FAHP, ACFRE; John Wiley & Sons Median giving Cost to raise a dollar Number of prospects Number of donors Number of Volunteer
Better Business Bureau Wise Giving Alliance